Craig McMullan
Vice President, Sales
Craig joined the Fusion team with over 17 years in the training field. Prior to joining Fusion, Craig was a Vice President in business development for Nexient Learning. He originally started in November 1992 with Gilmore and Associates, which was a predecessor to Nexient Learning.
Craig brings extensive sales and sales management experience through his 16 years with two divisions of Johnson & Johnson. His corporate experience prior to joining Gilmore & Associates was as Vice President, Sales & Marketing with MDS.
He has worked in a broad range of industries including clients in the United States. Some of his client organizations include: Royal Bank, Bank of Nova Scotia, LCBO, Aviva Canada, Chapters/Indigo, J&J, and Shoppers Drug Mart. US clients include Columbia University, SCA Personal Care, Rohm & Haas, Peoples Bank of Ohio, and Apotex.
What are some organizations you have recently worked with?
Some of the more recent organizations include the LCBO, the Beer Store, Telus Corporation, Aviva Canada, Columbia University, Apotex, Shoppers Drug Mart, Chapters/Indigo, VicWest, and Symcor.
What are some strengths that clients benefit from?
Clients will benefit both from my extensive experience in the training industry in both Canada and the United States, several of those in the area of sales performance. I will also be able to draw on my own personal experience both as a sales representative and senior sales leader with J&J and MDS.
What delights you about your work?
I enjoy the opportunity to work with so many different companies in a broad range of industries. It is such a great learning experience to meet with a potential client to learn about their organization as well as the industry in which they compete. Every company and industry is unique so you have to work closely with each client to really understand their sales development needs that will be required to achieve their business goals.
From there it is rewarding to develop a sales performance solution together, deliver it to their audience, and see the results.
I get the most satisfaction when I hear my clients say how our training and development solution had a positive impact on the participants as well as hearing my clients validate that the solution helped to move the business forward.
What is your perspective on learning and development?
Organizational success typically starts with the sale. As a result, the sales organization’s performance and effectiveness can be a critical success factor.
It is my experience with a broad range of sales organizations that they do not spend enough time on the fundamentals. Using the sports analogy, most successful sports teams focus on the fundamental skills of their sport if they are to be successful. Sales organizations should do the same.
It has also been my experience that organizations spend a great deal on training for the frontline sales team. For any sales organization to be successful, the pivotal point for success is the organization’s sales leadership. Too often they are given little or no attention or training.
EMAIL CRAIG: craig@fusionlearninginc.com
